RFP # Direct Mail Fundraising Services. Addendum I. Answers to Questions

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1 RFP #17-07 Direct Mail Fundraising Services Addendum I Answers to Questions 1. Expansion opportunities where in the U.S. do you see the right combination of factors for your expansion communities with an above average track record for charitable giving, strong business sectors, and what you are looking for a strong and vibrant community with these elements economic opportunity, education, connection, health, and infrastructure? At this point in time, we are not looking to expand fundraising nationwide accept through the identification and submission of proposals with National Foundations. 2. In these potential new communities, in the eyes of prospective new donors what organizations will be considered competition ; who will they say are already attempting to fulfill the mission early childhood education, workforce development, immigration, and senior assistance? How will you distinguish why you are a better choice? Given the above answer, this question is N/A. 3. Do you have annual fund raising objectives from new sources of donors for each of the next 3-5 years? What are your expectations for the time required to recover the funds invested in the acquisition of new donors? Our hope and objective for the direct mail program is that we hit the tipping point where the program begins to feed off of itself within two years. We don t, as of yet, have specific annual goals as they relate to new donor counts, dollars raised and increase levels/percentages from existing donors. However, we would like to ideally be at a total donor count of 150,000+ donors within three to four years. 4. Are you open to the idea of a full cycle of annual donor communications? Is there a limit to the number of contacts you d allow? What is the limit, if any? Yes, we expect to implement a full cycle of annual donor communications. There is currently no limit as long as we stay within our budget. 5. Can we see samples of the DM appeals and periodic s you ve used throughout the prior year? What else do they receive from you? Yes, see Attachment A. We have never implemented a large-scale direct mail program. Currently, we do about 3-4 direct mail appeals and a monthly digital ask to a particular segment of the database. 6. Are any of the 2,000 current donors below major gift level and will they be solicited in DM efforts? At what annual giving levels are the current 2,000 donors? Can they be solicited before the end of 2017? Yes, many of the current donors are below the major gift level and will be solicited in DM efforts. Currently, our donor levels are $0 to $499, $500 to $999, $1,000 to $2,499 and $2,499 to $5,000. Yes, they can be solicited before the end of Please put that into your plans. 7. How were the 16,000 addresses acquired and what level of annual income is attributed to these names? How many are contributors? How often do they hear from you and what is the nature of the content of the s? (sending samples will help) We currently have around 65,000 active s. The majority (roughly 40,000) were acquired through our Houston Turkey Trot, our annual Thanksgiving Day fun run. Another 10,000 were acquired through our volunteer portal through the website and the remainder through website sign ups or donations. We have not been able to adequately measure this due to the way our database structure. However, we have spent the past 4 months integrating our databases, website and communication system to be able to properly measure ROI. See #5 above for to see content samples.

2 8. Are there any quirks to the current payment practices? For example, mailings require postage funds be in-hand for letter-shop several weeks before each mailing. A new donor prospecting campaign could require a check for more than $20,000 for postage will that be a problem? We currently have the following payment options: 1) we can write a check for the requested postage amount at least one month in advance 2) we can transfer the money into our postage account but they are generally pretty specific about which post office it is sent from (something we can look into more). 9. As the donor file grows, best business practices allow for the exchanging of donor names and addresses, and for participating in cooperative donor databases for modeling and the identification of like prospect households. Are there any internal policies prohibiting you from doing this? Yes, we do not currently allow for our data to be exchanged as part of a co-op. We may not participate in the sale/exchange of our data. 10. What marketing process have you used in the past? And was it effective for your organization / Agency? We have not had a standard marketing process to date because we have not attempted a project of this scale at our organization. We have had a consistent e-newsletter for about two years. 11. Will the vendor of choice for marketing be update / reconstructing your main website as well? Or just the landing pages for specific campaigns? They will be providing the appropriate headers for the main website and the appeal landing pages for specific campaigns. Our internal Marketing department/website vendor will handle the actual changes on the website. 12. Attachment B - Postage. What quantity? The quantity of postage will be dependent on your over all direct mail plan. Please build postage into your budget as a separate line item. 13. Attachment B - Print and Ad Costs. Need specifics in order to quantify. I.e. what size print items? Std sized postcard? Over-sized postcards? This has to be determined through the defining strategy and context for the direct mail program. Otherwise the numbers are inconsequential and meaningless. 14. Who are you currently targeting for your fundraising campaigns? We are currently targeting the data we do have. Therefore, the current segments are active donors (divided by giving trend), lapsed donors, turkey trot participants, volunteers and non-donors. 15. How many people are on your in-house list and how responsive have they been in supporting your fundraising opportunities? We have roughly 65,000 on our in-house list. Only 2,000 are true donors. We have yet to get everyone placed into a true direct mail plan due to budget. We just rolled out a direct mail digital campaign this year that has less than a 0.25% response rate. Most of our print appeals have the same and we have only been able to send to donors (due to budget in previous years). We believe that their response rate has been low due to the absence of a true donor journey and the ability to adequately communicate a Call to Action for our organization s mission. 16. What is your current conversion rate for your fundraising campaigns? Please see above. Again, it has been difficult to measure any true conversion rate because we have yet to implement a consistent plan to measure and our databases were so disparate until early 2017 that it was impossible to measure any digital effort. 17. Do you host any events for fundraising and will the marketing agency your hire market that opportunity as well? Yes, we host an annual corporate style luncheon (The Heart of Gold) every February and the Houston Turkey Trot every Thanksgiving. We would like the plan to be aware of these opportunities and incorporate them as needed

3 into the overall plan. But, you all will not be directly responsible for managing the development of their print/digital components. 18. Do you currently have a CRM (Client Relationship Management) for your in-house list? Yes, we have Raiser s Edge We self-host and have the following modules : Events, Prospect, Online Express and Research Point. We use Kimbia to sign up all the Turkey Trot Registrants, Samaritan for our volunteer sign ups/hours and Mailchimp for non-appeal s. We just recently implemented the forms portion of RE for donations and event registrations on our website. We have also implemented Omatic to enhance our ability to feed Samaritan, Kimbia and Mailchimp (all data) into Raiser s Edge to make Raiser s Edge the sole source for all fundraising related data. This project will be complete by early July Are you familiar with nurture campaigns? If so, how effective have they been in conversion and raising funds for your organization? No we are not. 20. Are the terms of the sample contract negotiable and are we held to of the clauses that typically only apply to construction contracts (Copeland Anti-kickback, Davis-Bacon Act, Contract Work Hours, etc.)? All of our contracts are individually drafted to meet the needs of both the Agency and the Vendor and only regulatory clauses related to the specific service provided will be included in the final contract.

4 Dear (firstname), Meet the Greer girls. Marylyn and her two daughters, Lisa and Sarah, have been inseparable since they can remember. Lisa is a little bit punk rock, while Sarah is a little more traditional. Nevertheless, the three of them have always been best friends. When Marylyn was diagnosed with dementia and needed full-time care, Lisa and Sarah, of course, came together to care for their mother. Lisa cared for Marylyn and her young daughter, but needed her sister s support. Sarah, who was only 24 at the time, left her job in D.C. and moved back to Houston to help her sister care for their mother, Marylyn. At some point in your life, you will care for a loved one or need care yourself. As Marylyn s dementia progressed, Lisa and Sarah became overwhelmed by the daily demands of being full-time caregivers. Devoting their lives to their mother, the Greer sisters began to neglect their own health, needs and emotions. Marylyn needed 24-hour supervision and the Greer sisters could no longer sustain their mother s care alone; they needed support. In order to take care of others, you need to take care of yourself. That s why BakerRipley, formerly Neighborhood Centers, has launched Caregiver Support Services to provide families with the resources to care for their loved ones. Families can now connect to a dementia specific support group where they can share their experiences with people who are going through similar challenges. Because of your continued support, last year we were able to connect 938 individuals to Caregiver Support Services. Your gift of $250 will support the more than 15,000 seniors that we serve every year in Houston. BakerRipley needs your help so that we can continue to support families and seniors in need. Sincerely, Jeff Kramer Vice President of Fund Development P.S. Your gift will support our senior programs and the thousands of families who are dedicating their lives to their loved ones. YES! together we keep Houston a place of opportunity for everyone. I would like to give a gift of $100 $250 $350 $500 Surprise us! $ I would like to make my gift an ongoing monthly commitment. I would like my gift to support: Area of Greatest Need Community Engagement Education Financial Wellbeing Senior Services My check made out to BakerRipley is enclosed. To make a gift using your credit card see reverse side Please make my gift anonymous. Addressee Add Lines City, St ZIP

5 Please charge my Visa MasterCard Discover AMEX Card Number Exp. Date CVC Name on Card Signature Phone Home Work Cell To make gift in honor or memory of someone special, visit BakerRipley.org/Get-Involved/Donate. For more information, please contact us at or

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9 Hi (firstname), Growing up, did you have a mentor someone who shaped your childhood or young adult years? 12-year-old Gabriel and his classmate Brandon do. Frank s a senior citizen who is part of our intergenerational program. He tells the boys about his days in the Korean War and offers advice the 6th graders wouldn t get anywhere else. He cares about me and wants me to have a good life, Gabriel says. He wants me to have a better life than he did. At school, we have someone to talk to and learn from. Gabriel and Brandon reciprocate by teaching Frank and other seniors how to use computers and social media, so they can stay connected to their families. We enjoy being with them, Frank says. In my day, we didn t have this. Your support makes these connections possible and we can t do it without you! I m writing today to ask you to join the TRIBE. With your monthly gift of $10 or more, you ll be supporting more than half a million neighbors like Frank, Gabriel and Brandon. Your gift helps build better, stronger, healthier and happier communities all across Houston. FOR GOOD. You can make a difference. My goal is to engage 500 people like you to be a part of the TRIBE this year and I m reaching out to our most loyal and committed supporters first. Please return the commitment form below and join the TRIBE today! With gratitude, Marc Levinson, Member of the TRIBE P.S. Everything we do helps neighbors like Frank, Gabriel and Brandon earn, learn and belong tell us which you care about the most so your investment can make an impact where you want to do the most good! PO Box I want to make a monthly gift of I want to help my neighbors Houston, TX $10 Surprise us! I would like to give $ Earn $20 Learn $50 neighborhood-centers.org monthly. Belong Name Address Address City, State, ZIP (Continues on back side)

10 Credit Card Number Exp Date Name as it is Embossed on Card Signature Date I would like to make my gift in honor / memory (circle one) of Please notify the following of my generosity: Name Address City, State, ZIP I would like to make my gift anonymously I would like to make a one-time gift of $ /